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a6f663c79fa95787d1b2578bb9970ded | So when you say you're ramping up in productivity, do you have any nodes that you're closing in the system that's accounting for that right now or is it just BST familiarity? | Yes. I think it's a couple things, Budd. It's productivity -- it's not real big node closures. It's really productivity and cost savings net of investments and I think second quarter is a little higher on the investment load than the rest of the year. And then the second big piece is the lower BST cost and disruption t... | direct | [
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f6e9c6b02baff0478739cd134c847c85 | And what was price cost realization in Q1? How did that (technical difficulty) | Yes. We had about $21 million of price realization in the first quarter against approximately $50 million of total inflation, which includes the impact of the tariffs. | direct | [
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f54d84bbebdf56e18bc213f4e47fc1d1 | So $6 million to the good and what do you think it will be for the year? How do you -- what's your crystal ball say today? | Yes. For the year, we do expect it to be positive. Our outlook for price realization is a little bit lower than it was mainly due to the tariff as we mentioned in our call comments, but we are expecting $75 million to $85 million of price realization against $60 million to $70 million of total cost inflation. | direct | [
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dfce6311d5cdedfa73ba49aba97284b1 | Okay. Does that happen pretty much ratably through the year? | Yes, it does. It's pretty consistent through the year although it's actually less in the fourth quarter as we start to anniversary some of our tariff driven price increases. | direct | [
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904fde8bf6926d1a1189beeff5f8753c | Okay. And is there any notable change in -- you have some nice growth. I guess there is some growth in office and even in -- even in -- sorry, in the contract side and the supplies-driven side. Where do we get comfort that we can make those kinds of looks right now? What's the backlog? What's the incoming order flow? H... | Yes, Budd. I think -- look, I mean the -- I'll say a couple things. One, in the supply side we've seen the business get stronger through the quarter. We started slow and it started to get stronger as the quarter has built and into the -- this quarter. On the contract side, same thing we're seeing. We're seeing activity... | intermediate | [
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58a3fd6dedb70315adc6074ef61bd5e5 | So, the price cost sounds like that's going to be $15 million to the good, if I just took the midpoint of those -- the pricing cost you just gave, Marshall. Jeff, you also talked about productivity, you talked about cost savings, you talked about no BST. Can you remind us what the benefits from each of those are expect... | So the first is -- the big driver for the year, Matt, is the net productivity, less investments. We talked about being $10 million to $15 million of benefits for the year. That will occur in the back half, which is -- so. From a -- and that includes what Jeff is alluding to using BST to drive productivity and things li... | direct | [
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26ec7ff655d63333c4cd00d483d21ba3 | Okay. So whatever, so you had -- I'm looking, so you had $6 million benefit, $0 million to $2 million, and then remainder of that $15 million will show up in Q3. And is there -- you said productivity and cost savings, is the $10 million to $15 million a combination of those two buckets? | Yes. So, it's basically the net of productivity cost savings less investments that we put in place to sort of drive those things. | direct | [
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0b9e6171ab74a7a101193e13d927fda4 | Okay. And last (inaudible). And then the no BST, what was the BST? I probably got it in my notes somewhere, but I don't have it in my brain. So what's the BST hit last year? | Yes. We expect BST to be an $8 million improvement for the full year, the majority of that was in the first quarter. | intermediate | [
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d9d0bd6010f706d11aff5438e738082c | Okay. Obscure metric, but I noticed that the assets in office furniture moved higher and I'm just trying to understand what that is given that you've divested and maybe that has nothing to do with it, but given that you're focused on productivity and cost savings and these things. Can you help me understand what that i... | I don't think there's any material impact from the investments on the office furniture assets. I think what you're probably picking up there, Matt, is the change in the accounting rules related to leases and so there's more assets on the balance sheet in general for that. | direct | [
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0c056e79c3c4848d1ce674b439ffb00c | Okay. But well, maybe talk about the investments a little bit and specifically what are you doing, what's the impact? How does is it -- how does it flow through the next three quarters? | Yes, Matt. The investments are pretty broad based. I mean our classic operational investments to improve flow and quality and just general labor productivity is what we're doing, there is no single big item there. And we do expect that to peak in the second quarter and then kind of ramp down as we get into the back hal... | direct | [
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8699870b72231bfda0ca4cb34ff71c2d | Is that an area, Jeff, where you're behind or do you feel like you're behind from a digital analytics perspective, you're trying to catch up or is it more of a leadership effort? | No. I would -- that's a tough -- that's a tough question, leadership or behind, Matt, I think we're right where we want to be for our business and the timing is right and the marketplace is receptive to these, and customers buying behaviors and patterns are such that we're meeting them in the marketplace in how they wa... | direct | [
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5af403eed8f39cd1968e871f90a00daa | Okay. And last question I had, I think Budd may have asked this, but just I wanted to hear it again I guess. Your housing outlook and your improved feelings about the back half of this year. Are you hearing commentary from your builder customers or is it more you're looking at the macro, you're looking at the same thin... | Well, yes, Matt, it's a good question. I think it's both if I step a way back. I mean we look at all the macro drivers that you probably look at, but we also talk to customers and channel partners and sales teams that are maybe more discrete and in certain geographic regions and that dialog has remained consistent sinc... | intermediate | [
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93d3e5f93a68dc737189f9e7441f2920 | I want to start with the new construction channel and just see if you could dig in a little deeper into how that played out in Q1 given the environment that was in Q4 and Q1 and also kind of the outlook for the rest of the year for new construction specifically? | Yes.. We were able to show some growth just a tad over 1% in new construction hearth business in the first quarter, Brian. We are seeing that market slow, I mean the slowing housing activity, the permits, the starts are -- will have an impact on our business. We are expecting that to be more of a headwind in the second... | direct | [
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53df5c27afda8eae766ba03b6592f308 | Got it. Thank you. And just one more for the -- in Q1 you mentioned demand was growing each month kind of compounding. Maybe you could just kind of provide maybe some more details on the level if it was kind of a steady demand or if there was a big jump from month-to-month? Any insight into how that played out througho... | We said on our last call that demand started very slowly in the first quarter. So January was very slow and it was a carryover from slow activity we saw that was sort of late in the middle of the fourth quarter of last year. And we did see a rebound sequentially as we moved through the quarter from those levels. So it'... | direct | [
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7b202136feee1ee1d7e7c53110dd9b80 | Can you speak to the recent dynamics on patients returning to the clinics and what you've seen post the end of the quarter into July and August? And is that having any impact on the NRx? And then I guess, just, sorry, if I missed this, but given the success of the OFF launch, can you give us a breakdown of what proport... | Hi, Jason. Thanks for the question. This is Neil, and I'll hand it off to Vijay in a moment. But let me start by saying how proud I am of the strong demand momentum. We leave Q2 with 97% year-over-year growth in our NRx number to 730. But I think as importantly, 24% quarter-over-quarter growth from Q1 to Q2. Let me ask... | intermediate | [
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c86c76da84dae31011c30ac4309d3e61 | Can you give us a sense of what potential partners have been looking for and specifically to what degree the new IP here could be a catalyst in your discussions? | Sure. So I think it's important to note that there's such an incredibly unmet need here, right in the epilepsy market. And not a lot of -- there are quite a few products that are out there being developed, but not a lot of products out there that are in late stage. So we have a Phase 3 ready asset. We've started to get... | intermediate | [
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4fc5a39c5b68e540a0f56a2ff304d236 | First of all, on the addition of the alternative packages for GOCOVRI, what was the rationale behind that? Is that addressing vulnerabilities you've seen? Or are you expecting to need the additional capacity for future growth within your indication or something else there? And second, in terms of the OSMOLEX ER pilot l... | Thank you, Lachlan. And to answer your first question, let me start there in terms of our ability to get a second and alternative packager. Having single source manufacturing is not something that as we lean into the growth trajectory that GOCOVRI is showing with the strong demand that we've shown in the last number of... | intermediate | [
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78ebc182195fcc95de44e7d3ddca29a5 | Neil, as I listened to you, and your enthusiasm always really comes through, I think about it and listen to your commentary on DTC, and as I step back, you think about GOCOVRI, where it is, it's a broadly covered drug, so we're not having any managed care issues. It's been on the market a sufficient amount of time that... | Thanks, thanks, Ken. My enthusiasm comes from the fact that GOCOVRI has such a large opportunity and the team here has continued to drive strong demand and executing in this fluid environment. So they're the reason why I'm so motivated. And maybe I'll ask Vijay to talk a little bit about some of the efforts in are mult... | intermediate | [
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ecea9467de3e70472f5f87e4ad676cd2 | First, on your payer discussions, as we move into next year, can you give us a sense of whether everything is going to be stable or whether we're going to have some improvements? Are we losing some contracting? Just curious how that's working out? Second is, given how successful everything is going, I'm just curious, N... | Thanks for the questions, Mark. Why don't I start with your middle question in regards to business development, then I'll ask Vijay and then Chris to answer some of the more detailed questions. I think it is an important -- important to note that, our focus is on the growth of GOCOVRI. We have a large opportunity that ... | intermediate | [
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d5e4c364ea13c8ebc24e2110920827b6 | So just regarding your published paper in June of this year, which revealed, GOCOVRI may be impacting gait freezing. Is this something that you've propagated in your marketing and education efforts? And if not, do you plan on doing so? | Thanks, Maz [Phonetic]. We're glad that you asked us a question that we can hand off to Adrian, but he might need some additional clarity in regards to which papers, because we've had a number of papers published in the last couple of months.
Yeah, thanks for the question. So this is the house of paper we published in... | intermediate | [
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83678f0cfd627a8c037ace57604082eb | Is there any scope to draw on historical OSMOLEX ER trial data to perform, a similar kind of post-hoc analysis, as you've done with GOCOVRI? And would this be of any value? | Great question, Maz [Phonetic]. So I think we mentioned that our Q1 call, as we finalize the acquisition of the product, that it is our intent to get the data from the Phase 3 trials out. Adrian is working diligently with his team and the investigators to do just that. So I think there is opportunity for us to learn fr... | intermediate | [
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1354d7fd629dd09d48faa22cd22690e7 | So just real quick, on the OFF time indication, and I apologize if I missed this. But, over time, it seems like you're accessing, I mean, it doesn't seem, but that I think it -- you've confirmed us that that you're accessing a wider Parkinson's population. So, I guess with that in mind, should we think about any expans... | Thanks, David. Let me let me ask Vijay to touch on the first question in regards to the OFF indication. And we definitely are accessing a wider market opportunity, right. We went from 200,000 patients with dyskinesia and OFF to an additional 200,000 to 300,000 patients with OFF, which gives us 400,000 to 500,000 patien... | intermediate | [
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7cd86d956c60fb95c297d713f0a91e54 | My question is about the guidance for the first quarter. So, your guidance actually in prior around 17% to 19% year-over-year growth. If stripping out the consolidation of TTP Car, we still have a low-teen growth for the first quarter revenue. So is it -- we know that the OEMs are starting to do the annual budget aroun... | Thank you for the question. I would like to take this question first then Mr. Jun may have some add-on opinions. So, first of all, let me comment on the market. According to the association that in 2021, the total sales in the auto market would grow between 7% to 9%. As you know for the automakers their budget usually ... | intermediate | [
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6f228d8b6c6215161b40b789e6adc06d | My question is about the used car business. Can management elaborate more about how you will integrate the TTP with your existing business? And what's your new business plan for your overall used car business? And also it will be helpful if you can share with us TTP's operating metrics such as transactional volume, mar... | Thank you for the question. I would like to join Mr. Zou to answer this question, especially, related to the integration and the planning of the used car platform business. After we control the shares of our TTP we actually continued our Autohome used car strategy. To summarize, that is light asset model and make it as... | intermediate | [
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15151fc8f34989aae4fefb85557f7528 | So, thank you management for taking my questions. This is Mavis asking on behalf of Thomas. And so, I'm not sure if you can comment about our data product strategy in 2021. And also, can you comment about online advertising outlook this year on the back of the recent outbreak of COVID? | Thank you. I would like to take the data product question. If you look at 2020 our year-over-year data product growth is 70% and we actually had 45 clients. In 2019, this number is only 36, so which means we have nine new customers in 2020. In terms of Intelligent new car launch and Intelligent marketing solution, we d... | intermediate | [
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788a25e471a6b4619b18b8dd532c9d3a | Thanks for taking my questions. I have two questions here. The first question is related to the TTP consolidation. So, can management share the growth expectation of TTP for next maybe two to three years and the key growth driver behind it? And my second question is about the new clean energy cars, because we see a lot... | Hi. I will take your first half of your question and Mr. Shao will address your second half of your question. So, I think TTP's growth driver will be several. The primary driver will be the growing used car market in China, which we think will be growing much faster than the new car market. And now they are the -- as I... | intermediate | [
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69337b77d68e705176f4b2406ab19046 | Thanks management for taking my question. Congratulations on the solid results, especially for data products. So given our penetration on OEM side further increase and our base further enlarged, may I know what's the management view on the growth rate for data products for 2021? And also any new data products this year... | Thank you for the question. Actually talking about the data products, in addition to the Intelligent marketing solutions, we are going to further enhance the market share. And we are also going to launch new products to cover the non-marketing solutions part, especially on the digitalization part and also the R&D, the ... | intermediate | [
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c1b138dd97bddb6bdd6d664a86633574 | Thank you management for taking my questions. I will translate it myself. So first question is about the user growth strategy. So we see 4Q has a strong user growth teens-level growth again. So I wonder what about the sales and marketing spending to drive the user growth in 2020. What will be the strategy and area to s... | Thank you for the question. Now talking about our DAU. Actually in 2021, we would expect our DAU to continue to grow. We would have three features to summarize our DAU growth, firstly, more video-based; secondly, younger generation; and thirdly, more granular level, at the lower-tier cities and the lower-tier markets. ... | intermediate | [
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4d3246256e1c77e44ba97b4ff45f4b0a | So I guess, my question is, given the pipeline of innovation that you'll have going into next year and kind of the spending levels that you had this year behind the beer business, this is to support the innovation and initiatives yet this year, is that 10% or so of revenue still a good sort of basis baseline to use in ... | Bryan, we're still in the process of finalizing our -- all of our spend plans for next year, but we do expect it to be consistent with the range that we've done in this fiscal year, so somewhere in that 9% to 10% range. | direct | [
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eb57631b9b8c5a64ef314191341bdb7f | Hey, guys. Good afternoon. Hey, how are you? Can you talk a little bit about the contribution from some of these innovations over the last couple of years to your depletions at the moment. And then, maybe if you want to give some insight on how you expect it to contribute going forward. | The -- certainly the Premier introduction has been everything we expected. It's appeal to a new consumer sub-segment, which is those individuals who are looking for a low-carb offering. And as we noted, we continue to see acceleration, particularly in the on-premise during this quarter. So, we're very pleased with that... | direct | [
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8bc2974b87617c9735c36f2026dc68ac | Question, Bill, on the spiked seltzer rollout for next year, so a handful of questions all related to that. Based on your internal models, how big do you think the category can become over, say, the next three to five years. How are you defining success for the Corona spike seltzer rollout? And then, how do you think t... | Sure. I think that's an evolving answer. I think, everyone has been somewhat surprised by the aggressive growth that we've seen in the seltzer business, particularly over the course of this selling season. What I would say is this. I think Corona brings a unique refreshment profile to this particular category. We would... | intermediate | [
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65cd6ebe409da8fd096fe925e8a96aae | Hey. Thank you for taking the question. So just one for me on the transition of the divested wine brands. It seems you're saying the loss cases have had negative growth is the result of distributors maybe not giving those brands as much attention since they may be leaving their houses. One, is that fair; and two, is th... | Yes. So Bill, look, we continue to support the brands, but when distributors understand that Brands won't be in their house, as you said, it's difficult to get them to continue to drive the brands the way we would like them to. In general, to switch back to our portfolio, we've called out full year depletions for our p... | intermediate | [
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a47dfeed780e24e4a28fd5cef10aef68 | Thank you. So, I was just hoping to be able to kind of reconcile. I know there is definitely a difference between the track channel and obviously what you deplete. But obviously when you when you still look at, so I was just hoping to see if you can reconcile some of the comments on the on-premise and off-premise and g... | Yeah. So, Andrea, thank you for that question, because we normally operate with a 200 to 300 basis point disconnect between depletions -- our depletions and IRI. Meaning, our depletions run lower than IRI. When you adjust for the sell day and remember that the market data, the IRI data is just 12 rolling weeks. We're b... | intermediate | [
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63bf1ec39b15207324bfdf732aff84a4 | Just two clarifications. One, Bill, you talked about South having a superior margin to competitors, is it also superior to your beer margins as you think about it? And then, the second -- for David, so if there's 200 to 300 basis point delta to IRI is the right metric I mean IRI trends show pretty meaningful accelerati... | Yeah. So, I think, to take the first question, we expect all up all [Phonetic] into be over time when we're fully yet scale production in seltzer that we will deliver kind of a similar margin case to the one that we have for the rest of our beer business. And we without really commenting on September depletions. We exp... | intermediate | [
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909d4e5b404d6fb4e8efd6c8d9a77589 | I had two quick questions. Bill, have you guys tested the seltzer concept yet? I mean I know you've already go this [Phonetic] pretty fast in terms of the turnaround here, but just curious if you have any things you can share with us on the test market. And then, the bigger picture question is, on the wine and spirits ... | Sure. Relative to the question of testing, we obviously have not done a market test. But we, as we always do, when we introduce any new product, we do a battery of consumer testing around it to make sure that we both have the right look. And by that I mean packaging that we have the right flavor profiles that will perf... | intermediate | [
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496cf6e45f1871312cf94c6d0eccdb12 | Great. Thank you very much, and my apologies. But some -- a few more questions on Corona seltzer. Tried the product in Atlanta yesterday, it's a great product, very exciting. What are your thoughts on cannibalization both in terms of your beers and then also in terms of the category how accretive is it's in the beer ca... | Sure. Well, I'm glad you liked it, will add you to our consumer panel next time, Robert. So, we like it as well. Here's what I would say. We expect that this to be heavily accretive to our overall beer franchise. Obviously the growth that we've all seen in seltzers had some impact on our franchise and many other beer f... | intermediate | [
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f3e67679a1127736886b6982e98cbfd7 | Great. Thanks. Good morning. Bill, you went through like bunch of stuff in all of the major brand franchises and trends. So when I was thinking about the depletion number, in total with Modelo growing as strongly as it is, they feel like it medium size of [Phonetic] the rest of the portfolio. In aggregate, it's sort of... | Sure. We obviously are increasing our support for Corona Extra for the remainder of this fiscal year. And you are correct. Year-to-date, Corona Extra itself is roughly flattish. And there are some obvious interaction between Modelo, which is, as I noted on fire, and Corona. So we would expect a little bit of that movem... | intermediate | [
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62ca767f4609cab4fb2594d949b86b08 | So, Bill, mine is on Corona Refresca. Just based on some of the share gain commentary that you offered, can you just provide us some color on where you believe you're sourcing share? And then, maybe some color on specific consumer demographic trends around the brand. Thank you. | Sure. We are still developing some of those answers. As you can imagine, we're still in the early stage. One of the things that we have noted is that the Hispanic demographic had been generally less aggressive in their adoption of FMBs, but because of their strong affiliation with the Corona franchise, we have noted a ... | intermediate | [
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b802c60f5d0410f129e198e878a43713 | Yeah Hey, guys. So, a follow-up question on Corona seltzer. I guess, can you help us understand why an existing beer brand, albeit one with incredible equity, and Corona is the right choice for a brand in the seltzer category, given it looks like hard seltzer is more of a distinct segment versus traditional beer. And a... | You bet. As you can imagine, we tested that question very, very deeply. The whole essence in the whole DNA of Corona is all around refreshment. I mean, when you discuss that across any of the sub-brands, that's the first thing that comes back in the consumers' mind is, this is a refreshing beer. It's a refreshing produ... | intermediate | [
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2b6b2c315f0369d45e5cdc3d5d6831e5 | Thank you . Good morning. Follow-up on the wine business. Can you just give us a little more color on the distribution changes, and how that's -- it sounds like there are some collateral damage at least in the near term to your existing brands from the divestiture, and so trying to understand if more color on that and ... | We have focused our attention on continuing to deliver results against the entire business. There is no question that the transition that is occurring has been distracting to our distributors and to our internal population. With that said, we continue to remain excited by the power brand results of up 6% in IRI during ... | intermediate | [
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31181023c960d1abd83100a4fbaa1ab5 | My first question is regarding the camera shift to the higher end. Do you also observe a higher attach rate to accessories as high-end cameras contribute a higher percentage in units? | Hi, Martin, it's Brian. Our attach has been pretty consistent through the years, although I have to say because we've come out with new accessories of late, we are seeing a bit more in accessory sales in our quarters. So that's definitely helping on the top line. | intermediate | [
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dd0a7b829d428d5de5f54c814f671064 | The next question is on the geographic weakness [inaudible] Americas, why is that down comparing to Europe and A-Pac? What was the respective driving force behind the growth for Europe, and behind the decline Americas? | Yeah, I think there's been a bit more travel in Europe and we're starting to see Asia-Pacific opening up. We talked about travel before historically thing about 10% of our sales now. To get there, the combination of like direct to Cruise, direct to Duty free at airports. And then, people then buy, we have to extrapolat... | intermediate | [
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0f5d20a8f5c002e386cf3ed47c24498d | I want to dig a little bit into the expectations for 3Q given retailer commentary. I understand wanting to be conservative around their open supplies and appetite for more inventory in light of where positioning is. That said, you guys obviously have had a flagship launch around the same time every year for quite a whi... | Yeah. Hi, Anne, this is Brian. We feel very good about seltzer. The demand is definitely there. As a matter of fact, if it continues, and we expect it to be at that upper end of ourselves, the guidance. And if that happens, that's great because that gives more open-to-buy dollars for retailers. So because they have to ... | intermediate | [
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3c84bb7bf1ee8f1f5035fde939fad18e | And just going off the prior questions around the dispersion across regions in performance, are you expecting? what are you expecting for the Americas to the back half of the year? | We expect Europe and Asia to continue to open, and we're not expecting a lot of additional growth from North America. We're seeing some of that which has been encouraging popping up here in July, but that would be maybe upside to the numbers in the second half. | direct | [
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62e9d8fdbeadeb97c63fe7b60fb6e234 | So, maybe if I just start on the kind of sell in the forecast. So the rationale that you described is very clear. I just wanted to get a better understanding of, is the cut to your selling forecast, or what percentage of the cut in your selling forecast is due to retailers carrying lower inventory versus like a real-ti... | Yes. I think on the demand side, we're actually seeing stronger demand than we initially guided for in the quarter, which is very encouraging. July was nicely ahead of expectations. So we're seeing solid demand that really picked up in Q2, picked up more in Asia, and continued in Europe. The second quarter in Europe wa... | intermediate | [
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062868f60b61589fa9d3ac1ec2ba5a94 | And then, maybe just Brian again on I think about seasonality. Back-of-the-envelope math for me kind of implies you need to get toward the higher end of seasonality, revenue seasonality in both 3Q and 4Q, if we take kind of the midpoint of your sell in plus your ASP comments and so, is that the right way to think abou... | Yeah. 3Q would be a little bit below in terms of unit, where we've historically been. Q4, a top higher, but that's because we have two new products coming out, and that's in the fourth quarter versus one. So if it wasn't for that, we would have tempered, you know, the outlook to be less. But considering we have more pr... | direct | [
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7023958ded3c181e4b4f34aec020f013 | One question on America's, Brian. I think you mentioned that you don't expect much growth from America in the second half. I just wonder maybe if you can explain why you think this bifurcation in America, revenue and demand versus the rest of the world. I understand the retail Big Box inventory digestion is one hand, b... | Yeah. I see a couple of things. One is, will Big Box retailers are a large part of our North American business, so that definitely has an impact. And so we'll see how that goes. The good news is we have, as I said in prepared remarks, you know, reaches inventory in 9 to 10 weeks, which is pretty good. And historically ... | direct | [
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96b67f8b1f2eb2b6364e877f457136a8 | For a second question is more of a kind of strategy going forward. So obviously, I think your move to moving camera of demand to the high end of your product set. So increasing the ASP and kind of maybe lowering units. But looking forward, it sounds like you're going to have an additional product launch this year. How ... | I think as we look at it going into next year, we expect to have ASPs continuing to go up, more to the high end, and more unit growth. So have we expected to have units growing a bit in 2023? And that's largely due to, I think Asia and Europe is going to drive that. And if North America can come back, if it's in recess... | direct | [
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11d8880f42ff52cd9d788ac5f359c690 | What do you expect for sell-through for the fourth quarter, or for the full year? | Sell-through for the whole year, it's going to be about 3 to 3.1 million units. We're pretty close to selling. | intermediate | [
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3efb80674d9d774d2164091eaae7ffcc | Brian, you mentioned Big Box retailers in North America. Kind of 9 to 10 weeks inventory. You thought that that was pretty good. The question is, is that confirmed with the Big Box retailers and they're fine with that? Or is there a chance that the Big Box retailers may actually want to take things lower? I'm just kind... | Yeah, we see that's a good level because those are good healthy in stocks where they don't lose camera sales. If they could choose to drop inventories, they have their business to run to and they're trying to get their inventories down and cash flow. So we'll see what they do. And each one will deal with it differently... | intermediate | [
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d33d35f49cc9f1779fc498e92df9c26b | Yeah. So Brian was then previously making this up three, six months ago, your inventory bigger than 9 or 19 weeks or more, their comments about lowering inventory on other consumer electronics that they have in the stores. | No, it's more the latter. We've been consistent in a 9 to 10-week range. Just for the record, I mean, we've done a really, really good job of managing channel inventory, and not getting off our skis because we know that if it goes too high, that's just trouble for us and for the retailers and that causes discounting, e... | direct | [
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f087748943a1f5214415911bfe445ebb | First, I'd like to start with the zinc prices in the quarter. If I look -- noticed it properly, it looks like zinc spiked to a five-year high, but you were able to realize some pricing. Maybe it'd be helpful to just kind of review when does that higher price roll through your P&L or how are you able to realize pricing ... | Yeah. A couple of things, John. One, we normally have about six months of inventory in our kettle. So -- and we had -- we were probably at a relative high inventory level as we came into the last fiscal year. So as we're now in the part of the year where those zinc costs are increasing every month, rising toward curren... | direct | [
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4db21605a2513f1d19eecb9622c19494 | OK. Got it. So you'll be absorbing some of the higher pricing in coming months? You didn't hit the full impact in the third quarter, right? Is that fair? | No. Yes, it rises over the 6-month period and it depends kettle to kettle, location to location. | intermediate | [
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87cbba0cd63cdafbedc3fde0814d9030 | OK. Got it. And how much of revenue was deferred in the infrastructure solutions business from 3Q into 4Q? | I don't know that we have a real specific number on that because it's project related and some of these turnarounds just extended, but it's a few million. | intermediate | [
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915764425cae17b5b686a9458c089e31 | OK. All right. And just sticking with -- you said turnaround. The spring turnaround season, you said, is looking promising. How does it compare on a year-over-year basis as opposed to on a sequential basis? How is it looking in that regard? | Yes, it looks nicely improved over last spring. | intermediate | [
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89be11924b8d902fde4f240698de6bce | OK. Great. And I guess just one last question on the acquisition, Steel Creek. How much in revenue that business do annually? | It was -- it's only a couple of years old, so it was still ramping up. When you figure, new facilities take three to four years to ramp, it's about 50%, 60% of where it should be. And we -- but it's a big facility. So we would anticipate it becoming more than our average. It will be on the higher end of our normal scal... | intermediate | [
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6f159d9d5ea76e807bc0dbdc8e5891c7 | OK. And can you remember what that scale is? | Well, you think -- you take our revenue divided by about 40. And those will be on the higher end of that, so because it is a big facility with the largest kettle in the region. | direct | [
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2bd8303240a6d06c9e4a42ea2af24f0c | First, I was hoping you could kind of walk through the end market trends that you're seeing for metal coating utility, solar, industrial infrastructure, etc. Just to help give us a feel for how things are trending here in the late part of the fiscal year and into next year. Thanks. | Yes. Noelle, this is Dave. I'll take that one. And we certainly continue to see strong indicators from the renewables market, particularly the solar market, a lot of work going on there. Our OEM market remains strong and we also continue to see good growth from the overall construction market. So those are all doing qu... | direct | [
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d4c963af44a372792c0ac9bea086be78 | OK. Great. And then you're seeing some of the steel producers talk about putting new mills in the U.S. Do you think that will have any impact on the addressable market for you or because of the aftermarket aspect of your galvanizing, not so much? Just curious how you're thinking about that. | Yeah. I think I'd say that we still view that as a positive because the more steel that's produced locally and used locally and fabricated locally, the better it is for us and shortens lead times and cycle times and gives access to what currently is a constrained market for steel. And so I think we generally view it as... | direct | [
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5ece5e61fadf6ed047b66b3330a70cd7 | OK. Great. And then last question, maybe you could -- I'm not sure if you could talk about this by segment or overall. But do you have any -- do you have a sense of if you looked at just kind of the COVID-related inefficiencies, is there -- do you have a rough estimate of how much that might be impacting your margins a... | Yeah. I think when we look at metal coatings, they've got a lot of -- I want to be careful how I say this. But they do a nice job of managing their labor force. They can use temps and probably more readily than where we need skilled craft. So I think they flexed. But it still had a headwind just because on any given da... | direct | [
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f1b6927ce52d7919567a6aceefee1873 | I was curious on the Steel Creek acquisition, if you could talk about just geographically, the opportunity set that opens up for the company in the Southeast region. And then also how, obviously, at a high level, that state, among many others, its very hot labor market, curious how the labor dynamic sets up at the newl... | Yeah. Brett, it's on the border of South Carolina and North Carolina. So we're looking at that entire market. Our closest facilities are up in Bristol, Virginia and then down in Nashville. So we've -- this gives us a nice facility kind of between. So that opens up another -- we typically look at these things as a 150-,... | direct | [
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97314e2195445cfb82b835b393d833ca | Just regarding a potential divestiture, is that still on target to be done by the end of this fiscal year? I guess that's the first thing I was curious about. | John, I've proven terrible at handicapping these kinds of things, so I'm going to stick with my no comment, but -- and then just refer back to that's -- we're not comfortable giving guidance for next year for that reason. | fully_evasive | [
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a38004ad247e903d7255b47b65e54f97 | Right. How about, is there any potential that you retain some of these businesses? Maybe it's just better to keep it in-house for now? | Boy, that's a tough one. I think there's -- we have multiple options, but I think these businesses need to be invested in. And so as I look at that and are we the best ones to be able to invest in the long term to give both people and investors opportunities to benefit from that. And I still have to say we're probably ... | intermediate | [
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863dc282a506bd319a91567a74e74a47 | No, I was just curious. And regarding the backlog and the relative strength, what's the duration of the backlog right now? Is it falling into the first half of fiscal '23? Or is it extending beyond that? | Our typical lead time, if you're just talking about our electrical platform side of our business, tends to be kind of the three to six months period. It has extended out a little bit with supply chain. But what you're seeing is a nice increase in our backlog in both our enclosures and our switchgear business and even o... | intermediate | [
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d0646c931fc07dda88de1346f00f797a | I wanted to get a sense of how the quarter progressed from your perspective, Josh. Was it more about closing those -- half of those ten deals that led to the upside in the quarter? How did you see that balance of both closing, closing the sub-deals, as well as sort of growing the overall pipeline, how did that trend th... | Yeah, everything is trending pretty well and nicely. I think, in almost all of our different geographies and different sections of our business and so we saw a nice growth in enterprise from new deals that weren't expected to close in Q2, and then obviously also the ones that did close that we expected to close in Q2 -... | intermediate | [
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1c1fdd50e0a95a3ccc3ff37f1ccd428c | I know last quarter, you noted the priority for POCs and just sort of reinvigorating the commercial traction and driving higher investments in that segment of the business. Where are we in terms of getting the commercial sales team to drive some of these newer playbooks on the POC initiatives and how long do you think ... | Well, I think, right now it's about equal in terms of the size of business that we have in our corporate business and then the enterprise business, and they're both growing well. We think there is certainly more upside in the enterprise business, which is the focus from the executives and the product and some of the sa... | intermediate | [
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dc66fe295387770a10535cb182e4585f | What do you feel like is the biggest thing that your organization has learned over the last couple of quarters and what do you feel is sort of the biggest things that they still need to learn? | The biggest thing that we've learned is that this is a product that definitely meets the needs of big enterprises. And we're seeing big customers and we have good enough relationships with them that they're letting us talk about their names in our earnings transcript. And so, these customers that have been with us are ... | intermediate | [
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627b6c5ac878767d742952e077b24dc3 | Can you give us some perspective or what sense [Phonetic] can you give us about how we should think about next year and when you might get cash flow positive? | Well, we will address next year on the Q4 call, so nothing really to be said right now about next year other than we're doing a lot of things right now. These -- all these initiatives Josh brought of making sure we have enough feet industry, being even more articulate on the value proposition that we think just will he... | fully_evasive | [
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a7ed1bd2178f1096f88a6ac65cbe23d6 | I wanted to ask on the Q4 billings. And I guess it's roughly flat year-on-year and obviously you're coming off a big quarter with lots of deals, but maybe drilling in the pipeline, there's still five of those 10 larger deals that sounds like they are in the pipeline. How are you feeling about close rates on those and j... | Yeah. So, I think that -- so we've been spending a lot of time on pipeline, pipeline build. We have all these new initiatives that are really targeted at building higher customer count, building the customer base, more lands so that we can expand, so -- and at the same time extremely rigorous and the definitions and th... | intermediate | [
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d16fd470c8586c1527a58ff47581e781 | You guys signed a technology and a joint go-to-market partnership with Snowflake. Could you just shed a little bit more light on that partnership and maybe how it can help you from both a customer value standpoint and maybe even from a sales distribution standpoint? | Yeah. And we've got Jay Heglar, who is our Chief Business Officer, and manages our ecosystem partner. So, I'll let him add into that -- but I'll just preface it by saying, we're definitely excited about the progress we're making in the ecosystem since Jay and his team have been really focused on it. And we don't see it... | intermediate | [
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f1aa81e29d517ec669a55f7bec9a9706 | Maybe following on Sanjit's question a little bit, if I look at how we've moved through the year, we started off really strong. You are talking about adding more sales heads very rapidly, 30% growth in the enterprise sales force. Q2 was a little bit as we talked about the deferred deals, sort of a focus on reinvesting ... | Yeah. I'd say, we're back to trend relative to performance, and that definitely helps embolden us. We've seen -- we've made the investments with -- into the reps. It's not like we've made investments and then pulled investments and then made investments. We've made the investments, and then it takes reps a period of ti... | direct | [
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e36a953e0330efcf7ab439e0f18567dc | So, I thought it was interesting, just sort of the discussion around last quarter there was a significant number of deals that slipped. Some of them are still kind of working their way through the process. Yet this quarter, it seemed like that process is much more tightened up where you got things that you sourced in t... | Yeah, I think we're getting better at understanding how to bring those big deals through the pipe, and what are all the T's that need to be crossed and I's and need to be dotted and the different parts of the organization that need to buy off on things. And so, I think that cadence is improving. The more deals that we ... | intermediate | [
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d9e6a839160fe7c9060cb4018794ac74 | In recent announcements, Kandi's U.S., Kandi America has released both an electric mountain bike, the Trail King and a high-end air conditioned premium K32 UTV. My question. The electric mountain bikes are very hot items. Is the Trail King still being developed or is it available right now? And if so, what is the MSRP?... | OK. So first of all, the question about the electronic mountain bike. Our U.S. subsidiary, SC has indeed conduct the research of the marketing about the mountain bikes, and we noticed that this market is really hot indeed. So currently, there are two models, one is for the adult market. Another one is for the children'... | intermediate | [
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90538d870e5ee0bc2985e895b6b4ac3d | A few questions regarding full-speed passenger EVs in both China and the U.S. There have been several articles recently out in China that report a renewed interest by smaller EV companies to step into the ride-hailing business since DiDi's proprietary rider app has been at least temporarily restricted and likely going ... | OK. So for Mr. Hu, that is definitely a positive to us. Our car hailing platform company, Ruiheng is involved in the whole market. And because DiDi used to occupy over 80% or 90% of the whole market, which is rather a monopoly in the China PLC market. but now it's more open to different other platforms to involve in th... | direct | [
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6ac01e9fbd8f87afa4fb1b42c81675cb | And then where does the overall program stand? | OK. So our accredited car hailing platform program is progressing in an orderly manner. And later this year, we plan to have a launch event about this program. So please stay tuned. | intermediate | [
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99649667b87bc3df9719ed858eb0de0a | And then the kandiamerica.com website seems to now have under vehicles, both the K23 and K27, NEV plus, the K23 and K27 full road speed passenger car available for a deposit. Is this a sign that Kandi is close to releasing the new 2022 model passenger EVs for U.S. sales? And is this the reason there has not been an off... | As for our new venue in Dallas, it's already in use. And due to the pandemic, we did not hold an official grand opening ceremony but then it's not correlated to any launch event of our upcoming models, it's definitely the pandemic that's why we didn't have the ceremony earlier of this year. | intermediate | [
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03814ed81d6c27591e73c27303daa520 | What is the status of the Kandi design new sports car costing Kandi close to $40 million in R&D this year? | So as to your last question, the $40 million R&D expense as we spend this year is not solely about the sports car model. Indeed, apart from the sports car, we also invest our R&D amount into different other models such as UTV such as the compact, the EV models. So we expect, for example, the upgraded version of the K23... | intermediate | [
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e373e5b9653f86269d7a2249195203ea | Regarding the hoverboard parts business, when Kandi first got into the sector late 2019. It was manufacturing the complete hoverboard for U.S. exports for Walmart and others. As of last year, it appears Kandi saw its subsidiary was making parts and became a supplier to an assembler a few questions. Is Kandi still just ... | OK. So regarding our company's hoverboard parts business. We are still primarily making the parts instead of the complete assembly business. As for the part, they are both the battery and the motors. So finally, about our sales target. As you may know, last year, our company has sold over 500,000 pieces of the motors. ... | direct | [
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a61a6345dd39b3d975abafe8a946f235 | So for the third quarter, do you have any projections of how many units you will deliver for those hoverboards? | So for this current quarter, the third quarter, we estimate the sales for the unit of the parts may probably as much as a one million unit of... | direct | [
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376073ad77999ee91773aacf3bf9bf33 | It's impressive. That's impressive. And touching on what Mike from Oppenheimer have already asked about DiDi it since DiDi it seems to be having obstacles in its continuing growth. Do you think this would help Kandi to roll out their QBX quick battery exchange model in any better speed than so far? | So as for your question, if that will help. Again, because of the constraint from the DiDi, it opens the market opportunity for different other car hailing platforms. Like us, we are primarily focused in the exchange battery car hailing platform. So that will help us, although it will take a while and take some time fo... | direct | [
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d4ad0299afc0f798c73e3ef1b7d8d0a2 | My question has to do with Kandi's grossly undervalued share price. Despite the massive EV sector correction underway from early irrational enthusiasm for any company, toting EV affiliation at current price level. There's only one company in the EV sector that stock is trading below quarter 1 2021 book value. Kandi, wi... | So as per question, Mr. Hu think that definitely, the Kandi stock is a good buy at $5. And depending on the upcoming market condition and situation, the company will definitely consider the issues related to the stock buyback at the appropriate timing. So basically, our whole consideration based on upcoming condition, ... | intermediate | [
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dfd79cb0886f0542cc6207d99a632b4d | As I understand it, the Jinhua factory is being used to manufacture all pro vehicles, battery and motor assemblies for hover boards as well as doing battery assembly for the electric vehicles. Is this correct and are automotive and controllers for electric vehicles being made at the Yongkang facility. Also are any auto... | So as for your questions. Our Hainan facility, first of all, mainly manufactured the whole vehicles, such as the electric vehicles, like K23, K27 and our UTVs, the Utility Terrain Vehicles. And as for Yongkang facilities, it mostly manufactures the motor parts and the products. And as for Jinhua facilities, it mainly m... | intermediate | [
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f95936842ad79530686c20f3e81774d1 | Google Earth is showing a major highway under construction from the Industrial Park in which the Kandi factory is located to the Seaport Haikou about 15 kilometers away. Do you have plans to hit from that port to other Southeast Asian countries or only to China and the U.S. at this time? | Noted. So we definitely have a plan to have our sales expanded to the Southeastern Asian market in the future. Currently, we are working on some market research because of the demand and the regulation is different from the China and U.S. market. So it will take us some time to finalize our research at those regions. A... | direct | [
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a15a84386d204a830188cc7e86211cac | How many vehicles to be manufactured right now, motor vehicles at the Hainan facility. That's a per month. | Although our production capacity is quite large as our Hainan facilities. However, the different models is being on the production initiation process. So at the moment, our production is not in line with the capacity yet. So the figures is not -- is uncertain at the moment. So for upcoming sales, you may refer to our f... | intermediate | [
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05e16de117d7b353c276ab0baa98b835 | About three weeks ago, the company announced the acquisition of Jiangxi Huiyi, a young lithium battery producer, which according to their own website. And by the way, they have a very nice website. I wish you would have put a link to it. Already has over 300 employees to improve 40-plus researchers and some 50 battery-... | So as for your question, the newly acquired company, Jiangxi Huiyi will not be joined into the recent list on company. which is the Zhejiang Smart Battery Swap Technology Company Limited, which include our timer office subsidiary, Ankao Energy Co. And of course, the Zhejiang Smart Battery Swap Technology come limited. ... | direct | [
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f06d7d6584bfb6f2dd82348f0b933af8 | How soon before Jiangxi Huiyi will be expanding its current battery line for the announced current 18650 lithium ion rechargeable cells to actual road certified EV batteries. And the second part of that, you kind of somewhat answered this already. Speaking of the battery spin-off, what's the latest intentions for bring... | As for your -- the first question in the time section, it would take roughly half a year to expand the battery line from the current 18650 lithium ion rechargeable cells to the actual road certified EV batteries, so roughly half a year. As for the second question, the purpose and intention to bring our battery subsidia... | intermediate | [
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4b0bcdf19e66356152be6f8da4a11d46 | You mentioned the K23 later this year in a subsequent question, not in the question that kind of alluded to releasing it into the U.S. market just for clarification purposes to those that don't understand, the K23 is the U.S. car. And I believe it's for U.S. and China, but are you talking about the K23 release this yea... | So apart from asking for the clinical area, we actually meant the K32 may be confusing. But K32, that's the UTV we have finished on developing, and we plan to promote the sales and launch the K32 model in the U.S. market. this UTV basically is for the U.S. market, and we plan to launch by the end of the year. | fully_evasive | [
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f261838aed19ab94a3629e63a37f8a7c | Can you just walk through how PyL potentially shift the for prostate screening and the initial indication for monitoring patients after surgery radiation? | Okay. So let me speak to what the indications will potentially be. There are two populations of patients that were studied in the Osprey and CONDOR trials. It's not yet clear to us which we'll receive approval for, but I can speak to which populations were studied. The two populations are called initial staging. And th... | direct | [
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63c9667aa7d47f9158c1d01ce5d290d8 | Do you think that pull eventually displace PSA testing? | Well, you're now -- it's a little bit of apples and oranges there because PSA testing is serologic testing, which is blood testing. And one is not mutually exclusive of the other. They can be used for different purposes. And you can track a gentleman a PSA rising, which is the serologic test can also be used for -- to ... | direct | [
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927296cf2a8c173a955fb0da2c6b8164 | How should we think about this finite in the cadence of growth throughout the year, just with the procedure volumes that you've seen? I know there's a lot of variables out there, but curious what you're seeing kind of quarter to date. And and what's embedded kind of generally speaking in your guidance in terms of DEFIN... | Well, we do not offer product-specific guidance for DEFINITY. You did hear me speak to volumes for echocardiograms. And I would know we'll be obviously publishing our K, but and I'd invite you to read that. But we do track the number of echocardiograms that are performed on an annual basis as the larger market trend DE... | intermediate | [
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2abea73ce7558982fea36779768caea2 | On PyL, can you remind us when PyL in your view is going to meaningfully contribute to top line growth? And in your thoughts given the approval time line now and your thoughts also on reimbursement dynamics. And did you break out the rest of the Progenics business? I would be curious what the contributions were there i... | So we did not -- Bob can speak more specifically to what gets -- how it gets broken out and how it gets reported. From a meaningful perspective, I'll speak to the reimbursement, the coverage process, because I think that's something that kind of lends clarity to it. With the -- with a pet based diagnostic product, you ... | intermediate | [
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00eba785179916243957bfbbac327b6f | Anything kind of below the line to help us directionally here or how we should be thinking about EBITDA for the year or the operating margin target or like tax rate or any metrics kind of below the line to help us get there. | So yes. So again, as you think through the year and how we've -- how it kind of maps out from a revenue and cadence and talking about the second half in terms of acceleration. The keys to think upfront is sort of a tale of two halves, if you will. Keeping in mind that as you think about 2021. We're going to be putting ... | intermediate | [
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a95b012301466cfbd6b4fb9ba10500d8 | Did you disclose how much revenue you expect from PyL in 2021 as it relates to the guidance range? | We didn't. We don't give product level guidance, but if you just look at models that people have and adjusting for Puerto Rico, you will see that things seem to be fairly well contemplated by those who have put together models and make them available publicly. | direct | [
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"fully_evasive"
] | A |
84810edb4cdf9a121d304f7514509f85 | Can you talk about sort of the plans and time line for launch? And then as a follow-up, maybe talk about how much of the RT volumes you would expect to go toward cannibalization of the existing product versus truly new opportunities and how much you could see that adding to growth over the next several years? | So I would not have you think with our current customer set, which is, let's call it, the echocardiography market in -- predominantly in the U.S. I would not think of it as cannibalization because our strategy is to make the product offering available to our customers. We are, as we know and as I alluded to, market lea... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
84e1c1e76399ddc2eedd7744153842cd | I was just wondering if you could maybe talk about the Progenics deal and how you're progressing along in the synergy targets that you guys have laid out? | Well, I'll speak to the deal, and Bob can get to the numbers. We are thrilled with how the deal, as you say, is working out. From -- whether we're looking at the employees or we're looking at, in retrospect what the assets were it's -- from a rationale perspective, it's everything we propose it to be before we before w... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
0239eb7c107f40d305d152289b8d631c | I think you had mentioned that there was maybe some expansion into emergency situations like stroke, is this included in the TAM? And if not, how would that expand your opportunity? | So please allow me to clarify it. Perhaps I wasn't clear. I was referencing an ongoing study in Brazil. That would be the reference I was using. I was offering insight into the possibilities for imaging enhancing agents. But my specific example was referring to a study that's under way in Brazil where DEFINITY is being... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
07257cdfc627edb6a21c9f04359a77b5 | On the PROPEL study in lung, what's the amount of data that we could potentially see in the second half of this year? | So as we gave an update, both at JPMorgan and even earlier this year. So the way the study is designed, is that it's designed to enroll approximately 60 patients, and those patients are stratified across three different PD-L1 expression subgroups. And it's approximately 20 patients across each of the subgroups.
And th... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
5967f8abe81936cac236618b8e8d3923 | Does that -- I guess the third arm with chemotherapy in the PROPEL lung. When should we see data around that as well? | Yeah. So we just started to open those cohorts. So they're just starting in their accrual. So we would expect to see data in the future well into next year. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
3882657f5ab63862fd5935dbe338d95c | As non-chemo triplets becomes increasingly promising. Can you comment on where the triple combo of BEMPEG plus nivo plus TKI would fit in RCC? And the potential to move a triplet combo like that into earlier lines of non-small cell lung cancer? | So I think, certainly, we've seen the real impact, right, of a TKI combination with a checkpoint inhibitor in RCC. And we've seen multiple examples of that. You've seen it with avelumab plus axi, with pembro plus axi and then pembro with Lenvima, really some amazing results and of course, cabo plus nivolumab. So the op... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
6ad8af5ff8a1d4fdb395ace75207a9e0 | You talked about the time to potential first data in that first-line melanoma study around year-end or early 2022. And I want to confirm whether that's based on the ORR interim? Or is that a PFS readout that you're referring to? And if it is ORR, then when do you expect the PFS results from that study tread out? | BMS is actually running the melanoma study. So we do have two endpoints ORR and PFS that will read out first. Based on the original design of the study, those two endpoints were separated by between four to six months. We have not decided with BMS yet how we'll be disclosing the data.
But I think the best guide is pro... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
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